How to do more with less – and win more!
The typical company spends on average 10% of their revenue target on Bids and Proposals (B&P). Risks that increase the B&P budget include poor bid decisions, an immature solution, insufficient… Continue reading How to do more with less – and win more!
How to deal with sensitive proposal info? Ask the Proposal Doctor
When people on the proposal team ask me what is going in the proposal, I don’t like telling them something that isn’t true, but the higher-ups insist that certain things be kept confidential. This puts me in a bind. What is the right approach in this situation?
How to increase your competitive edge with capture and proposal innovations
Recently, Lisa Pafe introduced a new column focused on capture and proposal innovations – people, processes, and technology – in the APMP-NCA ezine. With the uncertainties and cost cutting we… Continue reading How to increase your competitive edge with capture and proposal innovations
Webinar replay – Top 10 ‘Go-to-Market’ Mistakes Made by Federal Contractors and How to Avoid Them
There are two proven axioms in Federal Government business development (BD) and capture: “You probably don’t know what you don’t know,” and “If you don’t already know who’s the ‘pigeon’ around the poker table, it’s mostly likely YOU!”
Surprisingly, many companies don’t know what they don’t know when it comes to market strategy and Go-to-Market planning, and they make the same mistakes over and over. In this webinar, we discuss the top 10 mistakes and how you can avoid them.
How to double win rates with seven quality measures
Lohfeld Consulting Group’s 7 quality measures more than double proposal win rates and help government contractors compete more effectively.
How to do more with less and win more [webinar]
Doing more with less does not mean longer hours for less pay, but rather leverages continuous process improvement, teamwork, creativity, and ongoing training to result in long-term savings. Lisa and Brenda share best practices for cost savings.
How to know what makes your bid a winner or a loser
I was asked to review a major best-value bid for a firm that was notified they had lost and wanted to protest. Emotions were running high, and they were making… Continue reading How to know what makes your bid a winner or a loser
Marketing: the engine and fuel that drives successful companies
Peter F. Drucker (1909–2005), the world-renowned management visionary and guru, was fond of saying, “Because its purpose is to create a customer, the business has two—and only two—functions: Marketing and… Continue reading Marketing: the engine and fuel that drives successful companies
How to navigate a significant decline in revenue
A significantly greater proportion of large businesses indicated that 2013 revenue was essentially flat or had a moderate decline, while a significantly greater proportion of small businesses indicated a significant… Continue reading How to navigate a significant decline in revenue
How to operate differently in 2014
Chris Dorobek recently interviewed Bob Lohfeld to get more insights from our poll of government contractors’ 2013 results and 2014 competitive strategy changes.
